Small and Medium Business Account Representative Madrid, hybrid Nice to meet you! We're a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence – and questions into answers.
About the job The Alliance and Channel team is looking for a Senior Small and Medium Business Account Representative based in Madrid.
As a SMB Account Representative, you will be responsible for sales of SAS software products, solutions, hosting, education, and services in a high volume, multi-tasking environment to prospective and current accounts.
In this role you'll:
Create and execute territory and account strategies to grow revenue (New Recurring Revenue, Non-Recurring Revenue & Existing Recurring Revenue) and exceed sales quotas. Sell software, solutions, hosting, consulting services, and education to current and prospective customers (new logos). Ability to execute all aspects of sales cycle (prospecting, discovery, proposal, proof, close, renewal). Create and execute territory-specific pipeline generation plans to maintain pipeline necessary to achieve revenue objectives. Generate pipeline through effective lead management/conversion and proactive prospecting efforts. Build and lead virtual teams for opportunities of necessary internal and external resources (i.e., Customer Advisors, Consulting, Industry/Domain Experts, Legal, Enterprise Negotiations, Partners, Value Engineering). Lead virtual team and prospect/customer through process of thoroughly qualifying opportunities, mapping and proposing appropriate SAS offerings to buyers' needs, and efficiently executing sales cycles resulting in new contracts. Prepare standard and nonstandard quotations and proposals leveraging a deep understanding of pricing, licensing policies, packaging, and approvals process. · You're curious, passionate, authentic and accountable. These are our values and influence everything we do.
Required qualifications: · Minimum 3 years of experience in a sales, channel, or indirect sales role.
Applies advanced prospecting and strategic selling techniques. Advanced knowledge of hardware and software acquisition cycles and buying influences. Ability to quickly establish and build relationships with customers, including comfortably engaging C-levels; ability to communicate technical and business concepts via phone and relate them to SAS system applications and user needs. Ability to analyze and evaluate territory dynamics, develop a sales plan, and accurately forecast sales on a consistent basis. Leverages in-depth knowledge of industry/market trends and complex business/finance concepts in selling. Broad knowledge of SAS products and solutions required. Spanish and English fluent. · An equivalent combination of related education, training, and experience may be considered in place of the above qualifications.
SAS is an equal opportunity employer. All qualified applicants are considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability status, protected veteran status or any other characteristic protected by law.
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